Question: How are you dealing, as a business, with the roiling mortgage market?

Answer: We're a prime lender. . . . We're not in the position that a lot of lenders are at this time, being in the midst of that turmoil. The prime market is not really affected by all the turmoil you're hearing.

Q: So, what's your outlook for Central Florida?

A: It is not a horrible market out there. People are buying houses like they've always bought houses. People need to move, they need to move up when their families have expanded, so life goes on and it's still the same market. . . . Will the builders be hurt right now? Yes, I think so. Because the builders are definitely in the crunch. They're in a market that has been overbuilt; they're in a market where a lot of investors have jumped in, and they're now trying to jump out. I can't even tell you how many of my clients I've talked out of buying investment property.

Q: Is that your general policy? Or were those more recent conversations because of the market?

A: In recent years. That was because they were not suitable to be investors.

Q: What's the judgment you make to determine whether someone's not suitable to be an investor?

A: They have no cash reserves, or not sufficient cash flow to carry them through something like this.

I've certainly been in this business long enough that it's always had its ups and downs, just like the stock market. And to have that idea that it was just going to continue to go up is just ludicrous. When I spoke with clients who did not have those two things, then no. Sure, they could qualify to purchase investment housing, but they were not suitable to be investors.

Q: So is the change now a recognition by consumers that they should think of housing purchases as something with a bit more risk?

A: Investing in real estate is never risky . . . as long as it's long term. It is not a liquid commodity, so it is never a short-term investment. Can you buy and flip? Of course, if you know what you're doing, but that's risky.

Q: For the consumer, what's the difference between coming directly to you, or going to, say, Bank of America?

A: No. 1, we still originate efficiently. Because we're getting wholesale pricing, we can still offer it to the client at very competitive rates. No. 2, as you noticed when you called, you don't get voice mail. It has become our niche in the market -- people talking to people.

Q: What should people know about buying a home in this market?

A: Do a budget. I can tell you what the guidelines are, but those are only the guidelines. . . . It's the same with credit scores. . . . If you think you're outside that norm because of certain circumstances, don't let that discourage you from still buying a home. I think that's the point I want to make. You're the best person to determine whether or not you can afford to be in housing. We're the ones to help you get where you want to go. It's not the other way around.